4 Mistakes Ruining Your Sales Presentations (And 5 Tips On How To Fix Them)

Commitment to your value proposition determines the quality of your sales presentation.

But do you know what your value proposition really is?

Many salespeople struggle with how to make the most of their selling proposition.

Your value proposition is a long-term process.

In other words, how you present your value is something that you should always be working on.

Some common mistakes that get made in typical sales presentations that are a huge turnoff to your buyer and do not help you present value.

  1. You’re talking too much.

What problem does the customer have? How does my product solve that problem?

That is the core.

  1. You’re talking too much about yourself.

You are not the hero in your sales presentation.

That’s your customer.

  1. Displaying fake enthusiasm.

Some enthusiasm is good for sure, but your customer can smell out insincerity and they can do it in a hurry.

  1. You’re getting too technical.

Your customer wants a solution, not a manual. All they need to know is that it works.

Here are five tips on how to improve the presentation of your value.

  1. Connect your value to your customer’s mission.

Think about it. Why did you buy your last car? What was wrong with your previous car that made you want to change it? What problem needed to be solved?

What is the core reason that your customer is standing in front of you? You need to know their mission before you can present your product.

But when you do, if you connect your product to their mission that’s where your value proposition really stands out.

  1. Talk less.

Your customer can only retain so much information. You must take great care in deciding what’s really going to matter to the person standing in front of you.

Perfect that part of the conversation and cut out everything else.

  1. Use third-party stories.

What have your previous customers said about the product? How have they found it unique and specific for their own needs? How did it change their lives? How did it connect to their mission?

  1. Cite the designer or architect.

By adding the name of the designer or the architect just briefly, you actually add more credibility to the product.

It doesn’t matter that the customer has no idea who that is.

It just gives your product a sense of authority.

  1. Ask the prospect to identify value.

The cstomer’s version of value is always more important than yours so don’t be shy about asking, what did they find attractive?

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About the Author: Jeff Shore

Jeff Shore is the Founder and CEO of Shore Consulting, Inc. a company specializing in psychology-based sales training programs. Using these modern, game-changing techniques, Jeff Shore’s clients delivered over 145,000 new homes generating $54 billion in revenue last year.